Tempest celebrates 25th anniversary (1990-2015)
In 1996, small and mid-sized businesses were clamoring to use Customer Relationship Management systems and laptops to synchronize their databases from the field. In five years, Tempest repositioned itself for growth and improved its bottom line by acquiring more than 100 new clients with over 500 users.
Agency offers CRM implementation, consulting and training services
Tempest found that clients wanted to use CRM to drive sales and database marketing, which it had learned by helping its earlier clients break into new markets and expand by profiling customers and adding more leads like them to their databases. Now sales, marketing and customer service reps could better manage their own efforts for new business development (demand generation, as well as lead nurturing). Tempest educated its clients with executive seminars on Demographic Profiling (iMarket and Dun & Bradstreet) and Opportunity Management (GoldMine).
Best customers still in service industries, but add manufacturers
Tempest continued to acquire major clients in service industries: HealthPlus of Michigan (formerly SelectCare), Michigan Shippers Supply, Mission India and added manufacturers: American Seating, Brunswick Bowling & Billiards, Fabri-Kal and Thermo Fisher Scientific (formerly Pharmacia Diagnostics).
Tempest introduced GoldMine CRM to support large network users and remote synchronization. GoldMine also provided automation of sales process (APs), Opportunity Management and MS SQL for large databases. Tempest continued to specialize in strategic consulting, skills training, CRM system implementation and integrated marketing. This proven approach helped clients:
- Ensure their customers perceived their uniqueness and that their business development activities built better relationships.
- Involved more people in their organization in building customer relationships because they had the requisite business development, presentation and computer skills.
- Effectively used systems that freed their business development team from time-consuming but necessary administrative tasks.
- And, finally — protected their investment in advertising, trade shows and word-of-mouth with an infrastructure for proper follow-up.
Process-driven approach ensures CRM success
Because CRM implementation consolidated information from different systems, a successful project examined the sales process and adapted the software — ACT! or GoldMine to it. This vision also defined the extent of the implementation and the degree of integration with other systems. Tempest also found it an excellent opportunity to better coordinate customer communications between field reps and internal marketing staff.
With the new and larger client base, Don moved his office back to the Grand Plaza Place (Exhibitors Bldg) and hired additional staff.
If your organization is experiencing growth pains or needs a business mentor – then Tempest can help ensure that your team is trained and accountable for results in business development – after all, everyone is selling or unselling until they get your story straight. Contact us or find out how in our Personal Marketing Plan Workshop.
In our next article, we’ll discuss how Tempest added sales training and change management to its services.